Malaysia: Let's Make a Deal!
From ExecutivePlanet.com
Let’s Make a Deal!
Meeting and Greeting
Greetings in a social context will depend upon the ethnicity of the person you are meeting. When doing business in Malaysia the most common form of meeting is the handshake. However each of the three main ethnic groups has their own traditions and protocols.
Malays
As the majority of Malays are Muslim one should note that physical touch between sexes is not commonplace. Malay women may not shake hands with men. When meeting a Malay woman, wait to see if she extends her hand first, if so then it is OK to shake it. If not, then bow slightly and place your hand over your heart as a sign of respect. Women can of course shake hands with women. Between men, a normal handshake is the norm when doing business.
Chinese
The Chinese handshake is light and may be rather prolonged. Men and women may shake hands, although the woman must extend her hand first. Many older Chinese lower their eyes during the greeting as a sign of respect.
Indians
Indians shake hands with members of the same sex. When being introduced to someone of the opposite sex, nodding the head and smiling is usually sufficient. The older generations and traditionalists still use the “namaste “a slight bow with palms brought together. Some of the more traditional Hindus may be uncomfortable shaking hands with women so it is always a good idea to use the namaste if one finds themselves in this situation.
Business Card Etiquette
Business cards are exchanged after the initial introductions. Keep your cards in good condition by using a business card holder. Never use grubby or marked cards. The visiting party is usually the first to hand over business cards. Present the card with two hands with the right hand forward. Hand over cards with your name facing upwards. If possible, have your cards translated into the local language and present this side of the card. Never produce a card from or return one to a back pocket. Examine any business card you receive before keeping it. Never write on someone's card in their presence. The respect you show someone's business card is indicative of the respect you will show the individual in business. Briefly study the card and, when seated, place the cards so you can see them clearly. Optional: If you will be meeting Chinese, have one side of your card translated into Chinese, with the Chinese characters printed in gold.
Business Meetings
Business people in Malaysia are cautious. They like to make sure they are doing business with the right people. As a result, it is necessary to take things slowly, spend time establishing a good relationship and demonstrating your capabilities.
Ensure you are polite and professional at all times. Maintaining face is critical. Try not to be too direct in asking questions or giving answers. Rather than say "no" to a request rephrase it as "I will try," "I am not sure" or "We'll see".
Losing your temper is a serious no-no. Always speak in gentle tones and remain clam even when under great pressure. This will gain you much more respect than becoming animated and 'passionate'.
It is a good idea for the most senior person on your team to enter first so that he or she is the first to greet the most senior Malaysian. Among all cultures, there is a general tendency to introduce the most important person to the lower ranking person, the older person to the younger person, and women to men.
Expect the most senior Malaysian to give a brief welcoming speech. You need not reciprocate. Meetings may be conducted or continue over lunch and dinner. There will be a period of small talk.
Meetings, especially initial ones, are generally somewhat formal. Treat all Malaysian participants with respect and be cautious not to lose your temper or appear irritated. At the first meeting between two companies, Malaysians will generally not get into in-depth discussions. They prefer to use the first meeting as an opportunity to get to know the other side and build a rapport, which is essential in this consensus-driven culture.
